How do you get more referrals? Create a Referral Plan.

Anyone who has ever built anything knows that it is very difficult to do so without a plan. Building a referral based business is no different, it takes a plan.

1. Define your referral targets

In order to get referrals we need to define them. Define your dream referral: those referrals that you’d love to receive
· Which industries or professions would you like to do business with?
· Which companies in those sectors would you like to do business with?
· Who do you want to meet within those companies?

Be creative when you’re thinking about how to get noticed and introduced to your target clients. Sometimes the road to referred business isn’t direct, but a circuitous route gets there too.

2 Communicate your plan

Once you’ve defined all of the above, you need to let people know so that they can help you with referrals. If you don’t let people know, how can they possibly refer business to you?
· What are some ways in which you can get the attention of your target industries or professions?
· Through which networks can you get an introduction?

Let your networks – friends, clients, family, colleagues and BNI members know about your dream referrals. You never know who can help you! Give them the tools they need to help you get that referral… brochures, business cards, web sites, scripts, questions to ask…make sure that they have what they need.